What should I charge??? How can I double my gross?? Many instructors think that they must take a vow of poverty to teach traditional martial arts.
Let's compare the avg education of a martial arts instructor with the avg education of a college graduate.
A High School Diploma is the equivalent of a 1st Degree Black Belt, from a legitimate self defense oriented organization. So this means you have spent approximately 16 years in martial arts education by learning and training for approximately 3 1/2 to 4 yrs.
A Masters Degree is typically 5th Degree Black Belt or Higher which equates to studying a subject for approximately 15 yrs additional for about 20 years vested in. What does a typical doctor or lawyer make that spends that much time in school?
The national avg for martial arts tuition is $149/mo that means that the avg full time school down the street should be charging this much for tuition.
I know of some schools that charge less and some that charge more, now if you can't back up the perceived value you are offering then charge what you think you are worth.
You can say well my market can't afford that much, really, look around you, the next time ask your
prospective student if they have a cable bill, a internet bill and where do they like to go out and eat.
Don't just go out and ask but build some rapport then ask these questions, since you and I both know that martial arts lessons are better than cable/satellite TV and won't rot your brain.
It's a matter of perceived value and avoidance of PAIN. We as humans do things for two reasons
and two reasons only, the gaining of pleasure and the avoidance of PAIN. If they customer doesn't
take your lessons what will happen to them if they continue on their path? Does your customer have
a plan B and if they do what is it and how long will they maintain it.
If you want to double your gross, just double your prices, but you say I'll lose my students, don't be
a do-do head, use your new pricing structure for only your new students. Tell you current students
that next year, you will be increasing tuition but since they are loyal students you will let them lock in their current rate for X number of years. You can even put them on a Month to Month agreement if they are hesitant.
Now two things will happen, the new students you get will be less of problem, you will still make the same amount of income less the headaches you had with the other students who didn't see or understand the perceived value you were providing them.
If you truly have a quality service you can then be more selective on who can take your training, you now can help the truly struggling by offering them a scholarship program, since you won't have to worry about making your rent payments and such.
If you are a true MASTER your mission should be to help as many people as possible and the only way to do that is to have the income and resources necessary to advertise and market your services. Newspaper ads aren't cheap, Google Adwords aren't either, higher response marketing is not cheap by any means.
Sunday, June 10, 2012
Tuesday, April 20, 2010
MOTHERS DAY EVENT!!!
Have you planned a Mother's Day
promotion to tie in with your school's marketing???
Here's some ideas, we have used in the past.
First tell your younger students to write a 1 page essay on why they think their mom is the best Mom/Mum.
Make sure they turn it in the week before Mother's Day, that way you can read them, order as many roses as students who participated in the assignment.
Go to the local florist, and order the same number of roses, either yellow, pink, or red.
Now give each Mom the rose with their child's essay. Another thing to do is post all the essays on your wall, so all the parent's can read them.
Also, during the month of May you should have a Mother/Daughter Self-Defense Class planned, in addition
you can offer all mom's the chance to train for free in May.
Either way you now have plenty of ideas you can use or implement, have fun, be creative and honor Mom's in your school.
promotion to tie in with your school's marketing???Here's some ideas, we have used in the past.
First tell your younger students to write a 1 page essay on why they think their mom is the best Mom/Mum.
Make sure they turn it in the week before Mother's Day
, that way you can read them, order as many roses as students who participated in the assignment.Go to the local florist, and order the same number of roses, either yellow, pink, or red.
Now give each Mom the rose with their child's essay. Another thing to do is post all the essays on your wall, so all the parent's can read them.
Also, during the month of May you should have a Mother/Daughter Self-Defense Class planned, in addition
you can offer all mom's the chance to train for free in May.
Either way you now have plenty of ideas you can use or implement, have fun, be creative and honor Mom's in your school.
BULLIES NEW NICHE MARKET!!!
Are you ready to dominate your competition, get ready to RIDE THE BULLY PREVENTION MARKET!!!
Do you have a Bully prevention campaign in place when the New Karate Kid movie strikes???
Do you have a lead generating page to funnel leads into prospects??
Check out my new Bully Blog Click the Link Below!!!!
BULLY BUSTER
Do you have a Bully prevention campaign in place when the New Karate Kid movie strikes???
Do you have a lead generating page to funnel leads into prospects??
Check out my new Bully Blog Click the Link Below!!!!
BULLY BUSTER
Wednesday, April 14, 2010
Are YOU READY FOR KARATE KID????
Karate Kid is right around the corner, are you mentally prepared and business ready for the info calls, group trial lessons, etc...
Marketing will be the determining factor on whether you survive the NEW Karate Kid movie craze or wonder what happened as your competitors capitalize on co-op advertising, demo's, etc...
Do you have a planned presentation for the upcoming movie? Can your staff adequately handle the do you teach Kung Fu question that is going to pop up??? If you do teach Kung Fu great!!!, but what if you don't can you deflect this potential customer?
This is where the great marketers will survive and the rest of the martial arts school will continue to flounder, and have trouble staying afloat.
JOIN MAIA or NAPMA now!!!
or Be Like John Reese in Karate Kid II
Check out more martial arts related stuff
Martial Arts Supplies, MMA Gear & Martial Arts Equipment - Imagine Maximizing Your Full Martial Arts Potential In The Fastest Possible Time!
Marketing will be the determining factor on whether you survive the NEW Karate Kid movie craze or wonder what happened as your competitors capitalize on co-op advertising, demo's, etc...
Do you have a planned presentation for the upcoming movie? Can your staff adequately handle the do you teach Kung Fu question that is going to pop up??? If you do teach Kung Fu great!!!, but what if you don't can you deflect this potential customer?
This is where the great marketers will survive and the rest of the martial arts school will continue to flounder, and have trouble staying afloat.
JOIN MAIA or NAPMA now!!!
or Be Like John Reese in Karate Kid II
Check out more martial arts related stuff
Martial Arts Supplies, MMA Gear & Martial Arts Equipment - Imagine Maximizing Your Full Martial Arts Potential In The Fastest Possible Time!
Sunday, October 18, 2009
SECRET TO BIRTHDAY MARKETING!!!!!!
Let's talk stats, how many birthday parties do you do a month????
1, 2, or even more, how many appointments are you scheduling after these parties are
done. Systems and I'll say it again till the "dead horse" I beat over your head
sinks in. A wise man once said "Without a Plan, you Plan to Fail". Do you have a
proven, reliable Birthday Party System in place? Click this link to get your
Birthday Party System started today. Click Here!
1, 2, or even more, how many appointments are you scheduling after these parties are
done. Systems and I'll say it again till the "dead horse" I beat over your head
sinks in. A wise man once said "Without a Plan, you Plan to Fail". Do you have a
proven, reliable Birthday Party System in place? Click this link to get your
Birthday Party System started today. Click Here!
Saturday, October 17, 2009
HALLOWEEN SAFETY TALKS!!!!
What are you doing to bring in students during the month of October besides having the traditional Halloween Party.
How about doing a school "BE SAFE THIS HALLOWEEN TALK". All you need to talk is be somewhat animated and informative. You don't have to go overboard with complicated self-defense moves.
Heres a breakdown, first plan your talk by writing the topics you want to be covered for instance on simple 3X5 cards.
We always start out our talk about Halloween being a fun time, with costumes, and candy, and parties.
Q:What is your favorite thing about Halloween?
A: Varies with child, might be candy, might be costumes, might be both.
Q:Do you go trick-or-treating by yourself? or with someone else? or with parents?
A: Depends on the age group you are talking to.
Q:What kind of costume are you wearing? This leads to next statement about costume safety, is costume fire retardant, can you move easily in it? Make sure your friends don't leave you alone, have a rendevous point in case of being lost. Can you see clearly, if not take mask off when crossing streets, walking on sidewalk, only put on mask right at door before knocking or ringing. If costume same as everyone need to make different add bright colors, put reflective tape on back of costume, with a easy to see design like a number, a stick man, smiley face, etc... Don't approach any pets even if pets know you, accidents happen because pets can get excited and scared and then they can bite, and turn mean.
If lost don't go to police person since people can dress up as police, fire, doctor,find an adult with lots of kids around them. Ask for help, know emergency numbers for mom/dad/big bro, big sis, etc...
If adult asks for help, even if they want you to come in, don't do it. Adults help Adults with problems, not kids.
Q: What is a Stranger?
A: A stranger can be good or bad it's just somebody you don't know.
Never go into a stranger's house, even if you've been in it before unless your parents give you permission during this time of fun.
Talk about Candy Rules; Don't eat candy until at home, and parents or another adult can inspect it. Reason; Adults know what to look for if candy is bad, has ingredients you might be allergic to, has objects in them, etc...
I'm sure you have more topics to cover as well as more in depth information. This is just to give you an idea.
Whatever you do, use this as a way to network with the school and show you care about the safety of the students. Some schools will let you give out Halloween Safety Handouts, others might not. You might not be able to get into the school system this late notice, then use option B. Bring the Halloween Safety Talk to your school, have each student bring a buddy. Use the Halloween Safety Talk as a way to get referrals. Tell the kids that most of them will go trick-or-treating with a friend. And you want them to bring in that friend so you both will know what to do if one of you gets lost, hurt, sick, etc..... Plan this Buddy week with special activities that you normally don't do, like an Stranger/Danger Obstacle Course, a mini flopping fish safety lesson, animal relays, etc...
By utilizing the above strategies you will be able to have a SPOOK-tacular Halloween.
How about doing a school "BE SAFE THIS HALLOWEEN TALK". All you need to talk is be somewhat animated and informative. You don't have to go overboard with complicated self-defense moves.
Heres a breakdown, first plan your talk by writing the topics you want to be covered for instance on simple 3X5 cards.
We always start out our talk about Halloween being a fun time, with costumes, and candy, and parties.
Q:What is your favorite thing about Halloween?
A: Varies with child, might be candy, might be costumes, might be both.
Q:Do you go trick-or-treating by yourself? or with someone else? or with parents?
A: Depends on the age group you are talking to.
Q:What kind of costume are you wearing? This leads to next statement about costume safety, is costume fire retardant, can you move easily in it? Make sure your friends don't leave you alone, have a rendevous point in case of being lost. Can you see clearly, if not take mask off when crossing streets, walking on sidewalk, only put on mask right at door before knocking or ringing. If costume same as everyone need to make different add bright colors, put reflective tape on back of costume, with a easy to see design like a number, a stick man, smiley face, etc... Don't approach any pets even if pets know you, accidents happen because pets can get excited and scared and then they can bite, and turn mean.
If lost don't go to police person since people can dress up as police, fire, doctor,find an adult with lots of kids around them. Ask for help, know emergency numbers for mom/dad/big bro, big sis, etc...
If adult asks for help, even if they want you to come in, don't do it. Adults help Adults with problems, not kids.
Q: What is a Stranger?
A: A stranger can be good or bad it's just somebody you don't know.
Never go into a stranger's house, even if you've been in it before unless your parents give you permission during this time of fun.
Talk about Candy Rules; Don't eat candy until at home, and parents or another adult can inspect it. Reason; Adults know what to look for if candy is bad, has ingredients you might be allergic to, has objects in them, etc...
I'm sure you have more topics to cover as well as more in depth information. This is just to give you an idea.
Whatever you do, use this as a way to network with the school and show you care about the safety of the students. Some schools will let you give out Halloween Safety Handouts, others might not. You might not be able to get into the school system this late notice, then use option B. Bring the Halloween Safety Talk to your school, have each student bring a buddy. Use the Halloween Safety Talk as a way to get referrals. Tell the kids that most of them will go trick-or-treating with a friend. And you want them to bring in that friend so you both will know what to do if one of you gets lost, hurt, sick, etc..... Plan this Buddy week with special activities that you normally don't do, like an Stranger/Danger Obstacle Course, a mini flopping fish safety lesson, animal relays, etc...
By utilizing the above strategies you will be able to have a SPOOK-tacular Halloween.
Friday, July 10, 2009
READY FOR BACK TO SCHOOL!!!
Start early for your back to school promotions. Here are some ideas to really kick your back to
season into high gear.
1) Get a backpack with your school logo on it, inside stuff it with logo'd items like pens, pencils a
and erasers. Have about 50 of these packages made and sell them to new students, upgrading
students, etc.....
2) Start networking with your local businesses, like Subways, McDonald's etc... print up a flyer
with a coupon on it, as well as a free bully buster workshop, stranger danger, etc....
3) Offer the owner, his/her family or the store manager his/her family, or the employees a
a discount, a free month, or a reduced membership.
4) Offer all the employees a free self-defense workshop.
5) Call the principal of your local school and offer to teach P.E. class for a day.
These are just a few good ideas, for more ideas click on the link below.
http://martialartsbusinessdaily.com/396/martial-arts-marketing/
season into high gear.
1) Get a backpack with your school logo on it, inside stuff it with logo'd items like pens, pencils a
and erasers. Have about 50 of these packages made and sell them to new students, upgrading
students, etc.....
2) Start networking with your local businesses, like Subways, McDonald's etc... print up a flyer
with a coupon on it, as well as a free bully buster workshop, stranger danger, etc....
3) Offer the owner, his/her family or the store manager his/her family, or the employees a
a discount, a free month, or a reduced membership.
4) Offer all the employees a free self-defense workshop.
5) Call the principal of your local school and offer to teach P.E. class for a day.
These are just a few good ideas, for more ideas click on the link below.
http://martialartsbusinessdaily.com/396/martial-arts-marketing/
Sunday, June 28, 2009
GOING TO MAIA!!!!
I'm packing my bags getting ready for MAI in Las Vegas, are YOU????
Why not, you must already have 800+ students right????
If not then you need to attend and if you already do, then come anyways since you can afford to
come and meet other successful martial artists!!!!!
Why not, you must already have 800+ students right????
If not then you need to attend and if you already do, then come anyways since you can afford to
come and meet other successful martial artists!!!!!
Sunday, June 21, 2009
Secrets of Massive Enrollment!!!!!
A Planned presentation is the key to any successful school. A planned presentation
when done correctly identifies your prospect's needs, eliminates objections, and
streamlines your sales process.
A planned presentation must include an new prospect greeting, a questionnaire that
be used to market later on, and call to action to sign up today.
Let's look at the greeting; As soon as a prospect walks in the door they must be
properly greeted. A front desk person/receptionist is ideal but if you are just
starting that might not be practical.
A Senior student or parent should be trained to help assist with this function.
click here for more info:
http://martialartsbusinessdaily.com/396/martial-arts-marketing/
when done correctly identifies your prospect's needs, eliminates objections, and
streamlines your sales process.
A planned presentation must include an new prospect greeting, a questionnaire that
be used to market later on, and call to action to sign up today.
Let's look at the greeting; As soon as a prospect walks in the door they must be
properly greeted. A front desk person/receptionist is ideal but if you are just
starting that might not be practical.
A Senior student or parent should be trained to help assist with this function.
click here for more info:
http://martialartsbusinessdaily.com/396/martial-arts-marketing/
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